(NAPSI)—Good negotiating skills are learned over time and, when done
well, can provide many benefits. However, new findings from a University of Phoenix survey found that while almost
60 percent of men are comfortable negotiating their salary, only 42 percent
of women say the same1.

“While women have made great strides to overcome gender inequality
in the workplace, not negotiating well can have a significant impact on
women’s earnings as they could be leaving additional pay on the table
that accumulates over the course of their career,” said McCeil Johnson,
senior director and dean of accreditation and regulatory compliance.
“In my experience, women already possess many skills that make them
natural, effective negotiators, and with practice, can enhance improving
their negotiating abilities.”

Following are a few tips that women can use to improve their negotiating
skills:

1. Know the value of your unique
assets: Know your strengths and how your experiences can benefit the
organization. Everything you bring to the negotiation table is part of
life’s rich tapestry, whether you are fresh out of college, mid-career,
male or female—your unique set of circumstances provides leverage for
your situation. Observe and tailor your approach based on your situation.

2. Research: Research is an
important aspect of the negotiation preparation process. For instance, when
negotiating for a job or salary, come prepared with industry assessments of
how people with similar experience to yours and for that type of position are
compensated and what qualifies them to receive that level of compensation.
Also research other benefits such as vacation, working from home or other
perks that could be used as a bargaining tool.

3. Practice and get feedback:
People underestimate how much preparation is required in negotiating. Develop
and review your talking points and practice them with a friend or colleague
who can provide honest feedback.

4. Be flexible: Customize the
situation based on the people with whom you will be speaking. By learning as
much as you can about them and their role within the company, you can assess
how they will react to you and how they want you to react to them.

5. Listen: Listening is a critical
skill in negotiating. Make sure you hear the offers given to you; the last
thing you want to do is talk yourself out of a deal.

6. Be assertive, not aggressive:
Tone and presentation are also major factors in negotiating; it is not what
you say, but how you say it. Stay calm and present your position
thoughtfully.

To achieve success in negotiating, consider the following:

1. Don’t go in blind:
Know the desired outcome and find common ground. According to Bruce Patton,
co-author of “Getting to Yes,”2 when you create a
problem-solving atmosphere in which all parties feel safe to brainstorm
options, you secure a win-win outcome in negotiations. Envision the
“least restrictive alternative,” which is the minimum you are
willing to accept during the negotiation.

2. Don’t get emotional.
Showing passion without being overly emotional is a good approach. Practice
keeping a steady cadence and tone, and control any tremor in your voice.

3. Don’t get personal.
Your manager will give a raise because of your work accomplishments and not
because of your personal situations. That means your rent, upcoming mortgage,
number of children and the like should not be part of the conversation. Your
work and career experience and accomplishments must be the focus.

4. Don’t fidget. Maintain
eye contact and sit still. Awkward or sudden movements can make you seem
nervous and less confident.

1.
This poll was conducted from July 7−9, 2017, among a national sample of
2,191 adults. E- interviews were conducted online and the data were weighted
to approximate a target sample of adults based on age, race/ethnicity,
gender, educational attainment and region. Results from the full survey have
a margin of error of plus or minus two percentage points.

“Women
possess many skills that make them natural, effective negotiators, and with
practice, can enhance improving their negotiating abilities,” said
McCeil Johnson, senior director and dean of accreditation and regulatory
compliance at University of Phoenix. http://bit.ly/2CMAJkk”